you are seated across the table from a serious procrastinator. You have tried several closing techniques to no avail. She just can't seem to make up her mind. Throughout the presentation, you picked up on several cues suggesting that she wants the product and you know in your heart that her company could really use it. Suddenly, you remember the "urgency close" technique. You hadn't really thought about it because you knew that you had plenty of merchandise in inventory and there were no price increases planned in the near future. You figure that if you presented this procrastinator with an urgent plea, it might push her over the edge and you could finally get her commitment. Explain do you stretch the truth a lot to secure the order and tell her that there is some sort of time limit on the offer? If yes, explain why?
you are seated across the table from a serious procrastinator. You have tried several closing techniques to no avail. She just can't seem to make up her mind. Throughout the presentation, you picked up on several cues suggesting that she wants the product and you know in your heart that her company could really use it. Suddenly, you remember the "urgency close" technique. You hadn't really thought about it because you knew that you had plenty of merchandise in inventory and there were no price increases planned in the near future. You figure that if you presented this procrastinator with an urgent plea, it might push her over the edge and you could finally get her commitment. Explain do you stretch the truth a lot to secure the order and tell her that there is some sort of time limit on the offer? If yes, explain why?
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